Job Details

Overview

Partner ship Director - SaaS Logistics | Remote

This role focuses on building and managing partnerships with alcohol e-commerce platforms and related enablers, developing co-selling and co-marketing opportunities, and ensuring alignment with compliance and logistics requirements.

Base pay range: $90,000.00/yr - $110,000.00/yr

Responsibilities

• Build and expand partnerships with alcohol e-commerce platforms and enablers (e.g., Shopify, CityHive, Vivino, Commerce7, ShipCompliant, Sovos).
• Develop co-selling, co-marketing, and integration opportunities with digital platforms that touch alcohol e-commerce.
• Act as the primary relationship manager for platform partners, ensuring the company is embedded in their ecosystem and positioned as their preferred logistics partner.
• Work closely with IT and integrations teams to ensure each partner's unique needs are met with the right compliance, fulfillment, and technology solution.
• Collaborate with Marketing and Product to create joint case studies, webinars, and campaigns that showcase the company's differentiated value.
• Understand evolving alcohol tech trends (compliance APIs, marketplace integrations, fulfillment platforms) and position the company ahead of the curve.
• Drive new business with importers, freight forwarders, 3PLs, bonded storage operator, auction houses, and fulfillment companies shipping wine, beer, and spirits into the U.S. market.
• Develop a pipeline of international accounts through travel, trade shows, and industry networks.
• Negotiate and close multi-year agreements that expand the company's global footprint in premium wine and spirits shipping.
• Represent the company in international settings (Europe, Asia, South America) as a trusted expert in U.S. compliance, customs, and last-mile delivery.
• Collaborate with Operations to design seamless import-to-consumer delivery programs for partners and clients.
• Carry and achieve an assigned quota tied to new revenue from partnerships.
• Work closely with Sales, Marketing, IT, and Operations leadership to align partnership strategy with company growth goals.
• Provide voice-of-partner feedback to Product and Operations for continuous improvement of the company's value proposition.
• Track and report activity, pipeline, and results in Zoho CRM (familiarity with Zoho and/or NetSuite preferred).
• Represent the company at industry conferences, trade shows, and key alcohol market events.

Experience

• 5 - 10+ years (up to 15 years) in Business Development, Partnerships, or Strategic Sales is required.
• Strong preference for candidates with shipping/logistics experience and direct knowledge of UPS and FedEx programs.
• Experience with alcohol platforms, compliance, or technology ecosystems (e.g., CityHive, Vivino, Sovos, Commerce7) is required. A basic understanding of alcohol logistics is preferred but not required.
• Demonstrated success with complex, strategic sales involving multiple stakeholders. Proven ability to navigate matrixed ecosystems.
• Comfortable with e-commerce platforms, API-driven integrations, and partner go-to-market strategies.
• Familiarity with global trade, freight forwarding, or alcohol import/export regulations. Willingness to travel internationally (10–20%).
• Strong relationship builder, negotiator, and communicator. Capable of conveying our client's compliance-driven, premium positioning to senior decision-makers.

This position offers a competitive base salary.